Every salesman needs to deal with rejection. Pink’s revised ABC’s include strategies for staying positive in the face of rejection. Taking in critique is important to being flexible and tailoring your sales approach to the real concerns and responses of customers, but at the same time, it’s easy to take those critiques personally. I looked up an article describing a 4 step process to turn no’s into yes’s.
As we learn to deal with rejection, we become more practiced at facing that rejection and turning it around real time in a sales situation.
1. Desensitize yourself to “no.”
The sooner you become desensitized, the better. You will hear the word on a daily basis.
2. Don’t let a “no” be the end of the road.
Don’t stop after reaching the no. Discover why you have faced rejection; what’s holding them back. Oftentimes, after discovering what drives their no, we find that no was never the answer at all.
3. Try the “preemptive strike”
GOING FOR NO: bring up the objection before it’s brought to you. Take control.
I used to work in the aviation sector, and there was always one objection that always came up: People were always asking about the size of the fleet. To prepare for this objection, I would say: “We’re a boutique firm and what people like most about us is how much we take pride in the customer experience.”
4. Create new opportunities.
If you’re continually facing rejection, you may just be int he wrong area. Scope out some new prospects and contacts to widen your selling pool. “Don’t let rejections ruin your game. “
testacr22
Great Summary! Every time I get a no, no matter the situation I try to make that not the focus or last memory of the conversation. Even if it’s me asking for money from my parents! I also really liked your example for the preemptive strike!
I think finding the reasoning why a “no” was the answer is crucial in setting yourself up for future success in sales scenarios. Thanks for sharing!